Page 29 - Sales Management

Roles and Responsibilities 30

of a Sales Manager

A sales manager plays a key role in the success and failure of an
organization. He is the one who plays a pivotal role in achieving the sales
targets and eventually generates revenue for the organization.

A sales manager must be very clear about his role in the organization. He
should know what he is supposed to do at the workplace.

Let us understand the roles and responsibilities of a sales manager:

• A sales manager is responsible for meeting the sales targets of the organization
through effective planning and budgeting.

• A sales manager can’t work alone. He needs the support of his sales team

where each one contributes in his best possible way and works towards the
goals and objectives of the organization. He is the one who sets the targets for
the sales executives and other sales representatives. A sales manager must
ensure the targets are realistic and achievable.

• The duties must not be imposed on anyone, instead should be delegated as
per interests and specializations of the individuals. A sales manager must
understand who can perform a particular task in the most effective way. It is his
role to extract the best out of each employee.

• A sales manager devises strategies and techniques necessary for achieving

the sales targets. He is the one who decides the future course of action for his
team members.

• It is the sales manager’s duty to map potential customers and generate leads
for the organization. He should look forward to generating new opportunities
for the organization.

• A sales manager is also responsible for brand promotion. He must make the

product popular amongst the consumers. A banner at a wrong place is of no
use. Canopies must be placed at strategic locations; hoardings should be
installed at important places for the best results.

CarePoint Global +966 55 119 6445 – Sales Mastery and Training Services - 2019